Founding Sales Development Leader

About Pallet Pallet is building AI Agents to transform logistics — a $12 trillion global industry. We’ve raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. In under two years, we’ve achieved 700% revenue growth and are just getting started. Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow logistics teams down — from scheduling and appointment setting to data entry and load management. Our flagship platform provides end-to-end visibility, control, and optimization, while our newest product, CoPallet, introduces AI Agents that can understand and execute requests in real time, and integrate directly with customer systems. As logistics providers look to generative AI to drive efficiency, many are turning to Pallet to lead the way. With deep industry expertise and cutting-edge AI capabilities, we’re positioned to build the next $10B company in logistics. Join us and work alongside leaders from Google, DoorDash, YC, and more to shape the future of logistics tech. About the Opportunity We’re hiring our first Founding Sales Development Leader to build, lead, and scale a world-class SDR organization. You’ll inherit a growing team, diagnose and optimize current processes, and establish the playbook that defines how Pallet generates pipeline at scale. This role is designed for an ambitious sales leader who wants to build more than a team. You’ll help define how Pallet generates pipeline as we scale toward a multi-billion-dollar business. You’ll balance strategy and execution, crafting vision and metrics while staying close to the work as a player-coach and setting the bar for prospecting quality, messaging, and discipline. You could be a Founding Sales Development Leader anywhere. Why us? Join a well-funded, high-growth startup on the path to IPO ($50M raised, 700% revenue growth in 2 years, targeting a $6T market) Work directly with our Head of Marketing, Jason Feng (ex-Uber), and our Head of Sales, Nate Sylvia Help transform a massive industry and scale us toward a $10B+ business Build your career in a high-performance, feedback-driven environment that invests in your growth Why this role is different Be the first Founding Sales Development Leader at Pallet, coaching and developing a growing team of SDRs Build and communicate a clear vision for SDR excellence as you scale Pallet’s outbound engine Serve as a bridge between strategy and execution, ensuring SDRs contribute directly to company goals Lead as a player-coach, personally prospecting alongside the team and setting the standard for execution Help shape the future of Sales Development at Pallet with a clear path to senior leadership as the company scales How you will make an impact Diagnose and optimize the current SDR motion, defining strategy and goals to meet short- and long-term pipeline targets Build the playbook for SDR excellence, from activity metrics and messaging to culture and accountability Coach and develop SDRs through structured 1:1s, call reviews, feedback loops, and skill-based training across prospecting, objection handling, and qualification Align with Marketing and Sales on ICPs, campaigns, and messaging to ensure every outbound motion ties directly to revenue goals Track team performance through key metrics including meetings booked, pipeline generated, conversion rates, and activity quality Lead from the front by personally prospecting, refining scripts, and modeling persistence and quality for the team Recruit, onboard, and develop future SDR talent as the organization grows Preferred Experience 5+ years of B2B SaaS or technology sales experience, including 2+ years leading SDR or BDR teams Proven success building or scaling outbound programs that consistently exceed pipeline targets Experience coaching and developing early-career sales talent into top performers Strong understanding of outbound prospecting, account prioritization,